A discovery call is not a sales pitch. It is where you find out whether you can actually help, and the client finds out whether to trust you. The best ones are mostly questions.
A simple structure
- Start (2 minutes). Thank them, say how long the call is and what you will cover.
- Their situation (most of the call). Ask, listen and take notes.
- Fit (a few minutes). Say honestly whether you can help, and how.
- Next step (2 minutes). Agree what happens after the call, and when.
Aim to talk for less than a third of the call.
About their situation
- What made you get in touch now?
- What is happening today with this problem?
- What have you already tried?
- What did that cost you, in time or money?
- What happens if nothing changes in the next six months?
About their goals
- What would a great result look like?
- How will you know it worked?
- Is there a date that matters, such as a launch or a season?
- What matters most to you: speed, cost or quality?
- What would make you regret working with someone?
About how they decide
- Who else is involved in this decision?
- How have you chosen suppliers like this before?
- Are you talking to anyone else about this?
- What would stop this from going ahead?
About budget
- Have you set aside a budget for this?
- What range did you have in mind?
- How is this usually paid for in your business?
To close the call
- Is there anything I did not ask that I should know?
- Based on what you heard, does it feel like a fit?
- What would be a helpful next step for you?
You do not need all twenty. Pick the ones that fit, and follow their answers with "tell me more about that".
Listen for their words
Write down how they describe the problem, in their exact words. Use those words in your summary and your proposal. A proposal that sounds like the client's own thinking is hard to say no to. There is more on that in how to write a business proposal.
Be honest about fit
If you are not the right fit, say so on the call, and recommend someone else if you can. It saves everyone time and builds a reputation that brings referrals.
After the call
Send a short summary the same day.
Hi Aaron,
Thanks for the time today. Here is what I heard:
You want online ordering live before the December rush, mainly to stop losing evening orders. The budget is around 2,000 to 3,000 dollars, and you and Mia decide together.
My suggestion: a simple ordering page connected to your current till, live in three weeks.
Next step: I will send a short proposal by Friday. If anything above is wrong, tell me and I will fix it.
If price comes up and they push back, see how to handle price objections.